Advertisement

Excellence in Sales

Optimising Customer and Sales Management

  • Authors
  • HolgerĀ Dannenberg
  • DirkĀ Zupancic

Table of contents

  1. Front Matter
    Pages I-XXI
  2. Holger Dannenberg, Dirk Zupancic
    Pages 1-7
  3. Holger Dannenberg, Dirk Zupancic
    Pages 9-19
  4. Holger Dannenberg, Dirk Zupancic
    Pages 21-35
  5. Holger Dannenberg, Dirk Zupancic
    Pages 37-57
  6. Holger Dannenberg, Dirk Zupancic
    Pages 59-71
  7. Holger Dannenberg, Dirk Zupancic
    Pages 73-83
  8. Holger Dannenberg, Dirk Zupancic
    Pages 85-93
  9. Holger Dannenberg, Dirk Zupancic
    Pages 95-100
  10. Holger Dannenberg, Dirk Zupancic
    Pages 101-127
  11. Holger Dannenberg, Dirk Zupancic
    Pages 129-139
  12. Holger Dannenberg, Dirk Zupancic
    Pages 141-164
  13. Holger Dannenberg, Dirk Zupancic
    Pages 165-194
  14. Holger Dannenberg, Dirk Zupancic
    Pages 195-208
  15. Holger Dannenberg, Dirk Zupancic
    Pages 209-220
  16. Holger Dannenberg, Dirk Zupancic
    Pages 221-223
  17. Holger Dannenberg, Dirk Zupancic
    Pages 225-225
  18. Back Matter
    Pages 227-232

About this book

Introduction

Sales and customer management represent an important success factor for most companies. "Excellence in Sales" presents an integrated management approach for professional sales organisations that reveals the existing optimisation potential and aims at a maximum of efficiency and effectiveness.
Based on a worldwide survey of 747 companies in 14 countries, the authors analyse best and worst practices in sales and customer management. True excellence in sales relies on a set of levers which are explained systematically and in detail. Case studies provide an additional understanding of these levers. Numerous recommendations for implementation show how to improve the overall performance.
"Excellence in Sales" is a must-read for marketing and sales directors, managing directors, sales representatives and key account managers. Instructors and students of management and business administration will find stimulating insights and ideas.
Holger Dannenberg is Managing Partner of the Executive Board of Mercuri International Deutschland GmbH.
Dr. Dirk Zupancic is Professor of Management at Heilbronn Business School, Germany, senior lecturer of business administration and head of the competence centre BtoB Marketing and Sales at the University of St. Gallen, Switzerland.

Keywords

Customer Management Customer Segmentation Information Management Operational Selling Sales Sales Management marketing

Bibliographic information

  • DOI https://doi.org/10.1007/978-3-8349-8782-2
  • Copyright Information Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wiesbaden 2009
  • Publisher Name Gabler
  • eBook Packages Business and Economics
  • Print ISBN 978-3-8349-1006-6
  • Online ISBN 978-3-8349-8782-2
  • Buy this book on publisher's site